Using Direct Mail and Negotiating with Transparency in B2B Sales

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FOUR ACTIONABLE TAKEAWAYS

• Pick 5-10 accounts per week and focus all of your energy on them. That might look like sending emails Monday and Wednesday, then going multichannel on Friday.
• Use email as your hub and other channels as your spokes with your CTA on the other channels pointing back to your email.
• The email channel can get flooded; get creative with other channels like Twitter. Vin was able to book a meeting off of a backward jump shot.
• Use email to keep threading throughout your sales cycle. One way to do this is through direct mail.

PATH TO PRESIDENT’S CLUB

• Sr. Account Executive IC-5 @ Demandbase
• Strategic Advisor @ Aligned
• Strategic Partner @ Outplay

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